Digital Enterprise Data & AI Sales Specialist

Job title: Digital Enterprise Data & AI Sales Specialist

Company: Microsoft


Job description: At Microsoft, our Digital Enterprise Business empowers customers through the unique value of the Microsoft Cloud. We build a globally-led, digital-first scale organisation aligned with partners to drive digital transformation. Our team engages with enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. We focus on modernising sales motions, leveraging AI, Copilot, and Security to deliver customer satisfaction and drive business growth.This is an exciting role to demonstrate your digital first customer engagment as an Azure Data and AI Sales Specialist.As a key player in driving digital transformation, you will leverage your fundamental understanding of customers’ businesses to initiate impactful conversations in a single solution area, collaborating closely with partners and services. You will work with account teams, partners, and services to track, qualify, and expand new opportunities, while identifying, developing, and proposing solutions that align with customer needs.Your role involves developing an understanding of external stakeholders’ mapping and implementing strategies to accelerate deal closures in collaboration with team members. You will collaborate with Global Partner Solutions (GPS) and a network of partners to cross-sell, up-sell, and co-sell products, solutions, and services, applying the orchestration model to support deal closure.Additionally, you will research competitor products, solutions, and services, and work with “compete” global black belts (GBBs) to implement strategies that position Microsoft favorably in customer communications. You will manage and orchestrate sales and delivery success through the account and pursuit teams, participate in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory, and collaborate with the extended sales team, partners, and marketing to conduct business analysis and pursue high-potential customers.Ultimately, you will manage the end-to-end business of the assigned territory, driving success and growth.Responsibilities:Sales Excellence

• Reviews feedback and coaches for customer satisfaction.
• Establishes recovery plans to improve client experience.
• Manages sales and delivery success.
• Oversees territory business.
• Conducts account forecasting and develops territory plans.
• Collaborates with partners and leverages insights.
• Explores business opportunities and supports innovation.
• Participates in ROB meetings for account planning.
• Conducts business analysis with sales, partners, and marketing.
• Pursues high-potential customers and develops target lists.

Sales Execution

• Engages in customer conversations to introduce digital transformation solutions.
• Understands customers’ business to discuss digital transformation in a single solution area.
• Shares digital transformation learnings through seminars, workshops, webinars, and direct engagement.
• Collaborates with team members to discover new opportunities and drive revenue growth.
• Tracks, qualifies, and expands new opportunities with account teams, partners, and services.
• Builds relationships with customers via social selling.
• Applies Microsoft’s sales process (MSP) to evaluate opportunities.
• Identifies opportunities to drive consumption and grow business with existing customers.
• Provides demos, quotes, and collaborates with partners for licensing transactions and project engagements.
• Implements strategies to accelerate deal closing and de-risk deal closure.
• Identifies customer business needs and technical readiness.
• Proposes prioritized solutions that align with customers’ needs.
• Communicates business impact of proposed solutions.
• Understands external stakeholders’ mapping and decision makers.
• Participates in communication with business or subject matter decision makers.

Scaling and Collaboration

• Supports deal closure by aligning internal stakeholders and leveraging partner relationships.
• Collaborates with Global Partner Solutions (GPS) and partners to cross-sell, up-sell, and co-sell products, solutions, and services.
• Identifies new partners through research and discussions on customer scenarios.
• Develops joint proposals and consumption plans with partners.
• Implements partner strategies to scale the business.

Azure Data and AI Technical Expertise

• Researches competitor products, solutions, and services.
• Collaborates with “compete” global black belts (GBBs) to implement strategies positioning Microsoft against competitors in customer communication.

Qualifications:Required/Minimum Qualifications

• 4+ years of technology-related sales or account management experience

• OR Bachelor’s Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience.
• 1+ year(s) of technical or sales experience with OpenAI, SQL Server, Power BI and/or related data tools.

Additional or Preferred Qualifications:· Solution sales experienceSubject matter expertise in any of the following is preferred:· SQL including OSS (Postgres, MySQL etc), Azure SQL· NoSQL Databases including OSS (Maria, Mongo etc), Cosmos DB· Big Data including SQL DW, Snowflake, Big Query, Redshift· Advanced Analytics including Azure Data Bricks, visualization tools as PowerBI, Fabric, Tableau· Data Governance· Machine Learning including Azure ML, ML Server· Competitive Landscape – Knowledge of cloud development platforms.· Partners – Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the .

Expected salary:

Location: Sydney, NSW

Job date: Fri, 31 Jan 2025 07:52:58 GMT

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